From the course: Sales Strategy: Qualifying Opportunities
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Keeping up with opportunity changes
From the course: Sales Strategy: Qualifying Opportunities
Keeping up with opportunity changes
- Qualifying an opportunity accurately is great, but they don't always stay qualified forever. Unfortunately, even after an opportunity has been fully qualified, you need to retain a total understanding of what your customer's pains are over time by continuing to ask those important qualification questions. This is for two reasons. Firstly, things change. Since you last spoke, maybe their budget went up because they had a good year. Maybe their budget went down because they bought something else or the business isn't performing well. Maybe the decision maker has changed due to promotions or sackings, or maybe the timeline has changed because other projects have become more or less important. This doesn't have to be negative. The timeline change could mean that they need it sooner and therefore you need to close the deal earlier. Maybe their needs have changed because of workforce changes, climate changes, or industry…
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